Business Development Representative - California

About the role

Vale is a Seattle startup focused on bringing the benefits of matcha to a billion people. We are a dynamic and cross-functional team with expertise in food service, automation, software engineering, aerospace, and consumer electronics.

Responsibilities

• Possess a passion for matcha and a curiosity about its benefits, flavor profiles, and methods of preparation.
• Show a commitment to excellence by ensuring Vale's products are consistent, repeatable, and of the highest quality.
• Show versatility by being able to adapt to new areas of expertise and share your existing knowledge effectively.
• Be a leader who raises the bar and brings deep, hands-on expertise that elevates everyone around you.
• Enjoy being part of a growing team and excited to open new doors and build lasting partnerships.
• Identify and enable new wholesale accounts across California, including cafes, restaurants, hotels, and specialty retailers.
• Build and manage a robust pipeline using CRM tools, outbound outreach, and in-person meetings.
• Deliver compelling product presentations and tastings that convert prospects to partners.
• Negotiate pricing and terms within company guidelines.
• Collaborate with the Director of Wholesale Sales on regional strategy and growth targets.
• Maintain deep knowledge of Vale’s product portfolio and competitive landscape.
• Represent Vale at trade shows, industry events, and pop-ups in the region.

Requirements

• Legally authorized to work in the United States.
• 3+ years of B2B sales experience, preferably in food & beverage, CPG, or hospitality.
• Proven ability to meet and exceed quota in a field sales environment.
• Existing relationships with food & beverage buyers in the state of California is a strong plus.
• Willingness to travel frequently throughout the state of California.
• Strong communication, negotiation, and presentation skills.

Qualifications

• Enthusiastic about matcha.
• Detail-oriented.
• Versatile.
• A bar raiser with proven experience.
• Excited to be a part of a growing team.
• A hunter with a builder’s mentality.

Skills

• Excellent communication and negotiation skills.
• Ability to present and sell products effectively.
• Knowledge of the food & beverage industry.
• Experience with CRM tools and outbound outreach.

Benefits

• Company-funded ORCA card.
• Medical, dental, and vision benefits.
• Annual bonuses.

Pay

$70,000 – $99,000 base per year plus commission.

Schedule

Full-time position.